Sales Management (COM3MN207) — Syllabus & Course Structure
Lecture Notes • Complete Study Material & Course Outline
Course Details & Structure
| Credit | Lecture per week | Tutorial per week | Practical per week | Total Hours |
|---|---|---|---|---|
| 4 | 3 | 2 | - | 75 |
Pre-requisites: Basic understanding of fundamental marketing principles, buyer psychology, consumer behavior, and business communication concepts.
Course Summary: This course provides a comprehensive understanding of sales management, covering topics such as the role of sales management, marketing strategy development, personal selling techniques, theories of selling, and essential personal selling skills. Students will learn the fundamentals of sales administration, including quota setting, sales team formation, and territory design, equipping them with the knowledge and skills necessary to excel in sales leadership roles.
Course Outcomes (CO)
| CO | Course Outcome Statement | Cognitive Level* | Knowledge Category# | Evaluation Tools Used |
|---|---|---|---|---|
| CO1 | Understand the pivotal role of sales management within an organization and its integration with marketing strategy development. | U | C | Examination, Assignment, Quiz |
| CO2 | Acquire comprehensive knowledge of personal selling techniques, including prospecting, lead generation, and effective sales presentation methods. | An | P | Examination, Assignment |
| CO3 | Develop essential personal selling skills such as negotiation, communication, and effective follow-up strategies across various communication channels. | Ap | P | Case analysis, Assignment |
| CO4 | Gain proficiency in sales administration by mastering quota setting, sales team formation, and territory design to optimize sales efforts and enhance organizational performance. | Ap | P | Project, Marketing Game |
* Cognitive Levels: Remember (R), Understand (U), Apply (Ap), Analyse (An), Evaluate (E), Create (C)
# Knowledge Categories: Factual Knowledge (F), Conceptual Knowledge (C), Procedural Knowledge (P), Metacognitive Knowledge (M)
Detailed Syllabus
| Module | Unit | Content | Hrs |
|---|---|---|---|
| Module I | Role of Sales Management in Organisation & Personal Selling | 8 | |
| 1.1 | Role of Sales Management in Organisation | 8 | |
| 1.2 | Marketing Strategy Development and Sales Management | ||
| 1.3 | Personal Selling and Salesmanship — Objectives & Importance of Personal Selling | ||
| 1.4 | Types of Selling | ||
| 1.5 | Qualities of Winning Sales Professionals — Physical, Mental, Social and Character Traits | ||
| Module II | Theories of Selling and Personal Selling Process | 14 | |
| 2.1 | AIDA — Buying Formula Theory — Behavioural Equation Theory | 14 | |
| 2.2 | Personal Selling Process — Prospecting — Objectives, Sources & Methods — Lead Generation, Getting Appointment | ||
| 2.3 | Pre-Approach — Sales Planning, Customer Need Discovery & Analysis — Approach — Sales Presentation / Demonstration | ||
| 2.4 | Handling Objections — Closing the Sale | ||
| 2.5 | Follow Up After Sales | ||
| Module III | Personal Selling Skills | 10 | |
| 3.1 | Negotiation — Communication — Listening Skills | 10 | |
| 3.2 | Presentation & Demonstration Skills | ||
| 3.3 | Body Language — Space, Movements, Eye Contacts & Postures | ||
| 3.4 | Follow-up Calls — Writing Effective Sales Letters, E-Mail, SMS | ||
| Module IV | Sales Administration | 13 | |
| 4.1 | Objectives & Types of Quotas | 13 | |
| 4.2 | Quota Setting Procedure | ||
| 4.3 | Administering the Quota System — Sales Team Formation | ||
| 4.4 | Designing Sales Territories & Allocating Sales Efforts to Sales Territories | ||
| Module V | Open Ended Module for Practical:
| 30 | |
Recommended Reference Books
- William L. Cron, Thomas E. Decarlo — Sales Management: Concepts and Cases, 10th ed, Wiley.
- Stanton, Buskirk and Spiro — Management of a Sales Force, Irwin Publishers.
- Pradip Mallik — Sales Management, Oxford University Press.
- Charles Futrell — ABC’s of Selling, Irwin Publishers.
- Anderson, Hair and Bush — Professional Sales Management, McGraw Hill International editions.
- William J. Stanton — Fundamentals of Marketing, McGraw Hill Publishing Co, New York.
- Lamb, Hair, McDaniel — Marketing, Cengage Learning Inc USA.
- Rayport, Jeffrey F. and Jaworksi, Bernard J. — Introduction to E-Commerce, Tata McGraw Hill, New Delhi.
Download Official Syllabus Notes (PDF)
Calicut University • FYUGP 2024 Syllabus
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